As I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on […]
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Sales Energizer – SMARTER Questions
June 6, 2010 – 5:09 pmPosted in Coaching, Sales Management, Training Tagged question checklist, questions, team energizers Comments Off on Sales Energizer – SMARTER Questions
SMARTER Questions – Discussion
June 6, 2010 – 4:53 pmA few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote. There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so […]
Posted in Customer Focus, Executive Selling, Sales Guides Tagged business drivers, business issues, questions, sales person, value proposition Comments Off on SMARTER Questions – Discussion
SMARTER Questions Checklist – Instant Sales Guides
June 4, 2010 – 1:57 pmPart of the Instant Sales Guides series © The SMARTER Question Checklist For a detailed description of what SMARTER questions are, and why they are a great aid to selling, please visit the website page. Here are some examples, and as they have to be specific to a customer, I have used examples that IT […]
Posted in Sales Guides Tagged chief executive officer, chief financial officer, influencer, priorities, question checklist, questions, relationship Comments Off on SMARTER Questions Checklist – Instant Sales Guides
Negotiation Checklist – Instant Sales Guides
June 2, 2010 – 5:50 pmPart of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]
Posted in Negotiation, Sales Guides Tagged BATNA, customer commitment, sales competencies, sales person, value proposition Comments Off on Negotiation Checklist – Instant Sales Guides
Instant Sales Guides – The Launch!
June 2, 2010 – 5:20 pmMany people have asked me if I could create a set of guides and checklists to help sales people prepare for meetings and other common sales situations – we all love a good checklist. So I am going to publish a number of these free guides under the Instant Sales Guide banner. Ideas so far […]
Posted in Sales Guides Tagged business issues, sales competencies, sales person Comments Off on Instant Sales Guides – The Launch!
Sales Training – Common Mistakes
May 28, 2010 – 12:17 pmHow many times has your company run sales training with no visible effect on the business after the training? There are many reasons that sales training fails, here are some of the most common: No Clear Objectives Many times we have been told by sales managers that their sales team can’t close, so they obviously […]
Posted in Training Tagged sales cycle, sales managers, sales person, training needs analysis Comments Off on Sales Training – Common Mistakes
The New Buyer
May 19, 2010 – 10:19 amHave you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]
Posted in Customer Focus, Negotiation, Sales Process Tagged BATNA, business drivers, business issues, change, proposal, sales person, value proposition Comments Off on The New Buyer
BATNA – Best Alternative to a Negotiated Agreement
May 8, 2010 – 6:16 pmOne of the concepts that sales people often have difficulty with on an advanced negotiation skills course is BATNA. I intended to create a blog for this topic in the future but there is such a great BATNA example in the news at the moment, I thought I should cover it now. So the situation […]
Posted in Negotiation Tagged BATNA, change, culture, sales person, value proposition Comments Off on BATNA – Best Alternative to a Negotiated Agreement
Buying and Selling Cycles
May 7, 2010 – 3:37 pmSo what are buying and selling cycles and why are they important to sales people? Let’s start with the customer’s buying cycle. (Note please click slides for larger views). The buying cycle is the steps in the process that the customer has to work through starting with idea of doing something (an awareness of needs) […]
Posted in Customer Focus, Sales Process Tagged business issues, customer commitment, proposal, sales competencies, sales person Comments Off on Buying and Selling Cycles
The Commitment Staircase
April 28, 2010 – 11:13 amAs I mentioned in my previous post, I wanted to channel the energy I saw in a customer’s sales force away from annoying the customer by closing at inappropriate time to adding value to the process. All of the sales people had been taught to close all the time, but when selling more complex products […]
Posted in Closing Tagged complex products, complexity, customer commitment, proposal, sales person Comments Off on The Commitment Staircase
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